Key Roles and responsibilities:

1.       Responsible to meet AOP target for LOB by driving the regions for HPS-Service Sales/Solution Sales, deliver AOP sales Target, Pre-Sales activity, preparation & submission of techno commercial proposals and all sales activities to existing install base customers. This can include but not limited to AMCs, Spares, Migrations, Add-ons, Cyber security and other BTIs as guided by Sales Director and LOB leader.

2.       Keep a track of HPS Install base with early engagement & identification of opportunities; pipeline development. Opportunity management, and Forecast accuracy in meeting AOP target.

3.       Techno-Commercial understanding of proposals, Clear Value Proposition for the Solution to the customer. Creating Account Plan & sales strategies for all key pursuits by working closely with the LoB Leader, P&E, Sourcing team and regional Services team.

4.       Lead the complete sales process right from opportunity creation & offer submission to the participating negotiations & order closing and booking.

5.       Know-how of Tendering process & should have managed tendering for PSU’s

6.       Work on continuous enhancement of solution to drive competitive differentiation. Spec-in Honeywell technical advantages & competition price loaders & disqualifiers in the RFQ by working closely with Vertical leaders & Technical consultants.

7.       Should have followed Sales process Compliance, Siebel / SFDC, TAS Plan; Win-Loss MIS and Siebel Database management

Key Skills required: 

-          Have a broad and defined idea about the DCS and Process Automation for O&G Business / Market in India.

-          Understanding & experience Solution/Service Sales for customers in R&P, O&G, Chemicals, Pulp & Paper, Power.

-          Technical R&O analysis from scope and solution point of view.

-         Improve Sales Efficiency. Win- Loss Analysis, Working Experience in Seibel / SFDC, Opportunity Management,TAS            Plan, measurement of conversion rate & Improvement plan.

Qualification:

 
– Minimum 10 + years of Service Sales experience in Distributed Control System (DCS), O&G/R&P/Power Process Automation & Service Solution offer selling.

– BE in Instrumentation preferred

-   MBA from a reputed Institute preferred

–BE in Electrical/Comm can be considered
– Similar Industry experience - O&G, Chemicals, R&P, EPC, Terminal Automation (Preferred from Emerson, Invensys, Rockwell, ABB, Siemens)